Solution Sales Specialist - Business Applications

Overview

The reinvention of business processes and technology is a growth engine for Microsoft cloud services. The mission of Microsoft Business Applications is to help our customers digitally transform their businesses to drive new sources of revenue, create new and engaging ways to serve their customers, and to transform the way in which their business runs to drive new levels of profitability for their organization in the rapidly evolving Digital Age.

As a Sales Specialist for Microsoft Business Applications and Dynamics 365 solutions, you will help organizations transform their business processes and technology to adapt and thrive in today’s data-driven Digital Age. You will form strong relationships with C-Suite executives and Business Decision Makers from our top customers and help them solve their business challenges through long-term, consultative partnerships. You will help them achieve their business goals by bringing industry-relevant business value insights and leading solutions to enable their end-to-end business transformations. You will organize and lead the entire sales process, from account planning to closing the sale. You will also be responsible for delivering the One Microsoft narrative, competitive differentiation, customer centric pitch, value proposition and compelling proposals with commercial options. You will be part of a dedicated sales community supported by your adjoining account teammates and support teams.

Microsoft’s mission is to empower every person and every organization on the planet to achieve more. As employees we come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals. Each day we build on our values of respect, integrity, and accountability to create a culture of inclusion where everyone can thrive at work and beyond.

Qualifications

Required/Minimum Qualifications

5+ years of technology-related sales or account management experienceOR , Information Technology, Business Administration, or related field AND 4+ years of technology-related sales or account management experience.

Additional or Preferred Qualifications (PQs)

7+ years of technology-related sales or account management experience.OR , or related field AND 6+ years of technology-related sales or account management experienceOR (i.e., MBA), Information Technology, or related field AND 3+ years of technology-related sales or account management experience.

3 to 5 years of experience selling CRM, ERP or cloud-based business applications to large enterprise accounts.Developing pipeline through BDM networking, assessing strategic customer objectives, digital transformation opportunity discovery, and an ability to measure and present incremental and new economic value from solutions proposed.

2+ years’ experience selling into one of the following industries: Financial Services, Manufacturing, Healthcare, Retail and Government.

Deep understanding of CRM and/or ERP applications, including:Marketing Automation, Sales Automation, Relationship Sales, Customer Service, Field Service, Finance, Supply Chain Management and Commerce and how they translate into business impact.

Responsibilities

The following are the primary responsibilities of the Business Applications Sales Executive:

Establish and build C-Suite and Business Decision Maker (BDM) relationships as an industry aligned Business Applications solution expert.

Build & maintain the required range of qualified pipeline coverage bi-quarterly through digital-first seller tools

Partner with and lead Account Planning Team on Account Plan for Business Application opportunities, including decision maker identification and solution play selection.

Deliver the One Microsoft narrative and solution pitches to C-Suite executives and Business Decision Makers.

Orchestrate business value + technical solution demos to align with the customers’ desired business outcomes and solution requirements.

Manage long-term contract renewals with existing accounts to ensure long-term satisfaction and successes.

Actively and regularly engage in sales community calls/channels and share learnings and best practices.

Successful candidates will have the following experience and abilities:

Ability to sell connected end-to-end business transformation solutions across business units within accounts.

Leading/orchestrating sales processes across account planning, opportunity planning, customer decision frameworks, evaluation plans and sophisticated business case discussions.

Deal crafting, negotiating terms and contracts for multimillion-dollar digital transformation initiatives.

Demonstrated accuracy in forecasting business and maintaining pipeline hygiene.

Strong track record and history of exceeding sales quota.

The ideal candidate will also be able to demonstrate:

Broad understanding of commercial cloud offerings, Microsoft’s cloud platform, and/or competitors and related ecosystems.

Relationship building with C-Suite

Design thinking and solution envisioning

Strong presentation, white-boarding, and communication

Passion and commitment for long-term customer success

Ability to maintain a high level of productivity, manage multiple competing priorities and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment.

Organizational agility: able to coordinate stakeholders like Marketing, Engineering, Licensing, Legal, Technical, Executives etc.

Problem solver and ability to work in rapidly changing environment effectively managing ambiguity.

Benefits/perks listed below may vary depending on the nature of your employment with Microsoft and the country where you work.Industry leading healthcareEducational resourcesDiscounts on products and servicesSavings and investmentsMaternity and paternity leaveGenerous time awayGiving programsOpportunities to network and connect